The Definitive Guide To Sales Territory Planning & Management
Close
JANUARY 31, 2023
Help your sales reps meet their goals with a sales territory management strategy–plus how to make your plan more effective, and the best tools to manage it.
Territory Managers: A Look at Their Role, Skills, and Compensation
Hubspot Sales
APRIL 27, 2021
They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. There's no definitive standard for what a territory should look like or how much ground it should cover.
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Sales Manager Survival Guide – Book Review
The Pipeline
MAY 26, 2016
Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager.
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90% of Sales Leaders Do Planning Wrong. Here Are 5 Tips to Fix It.
Sales Hacker
DECEMBER 9, 2022
Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Related: The New Growth Formula: Customer Success + Predictive Sales. Consider new territory rules that reflect changes in the market (and your business).
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Part II The Territory & Quota Management Revolution
OpenSymmetry
MARCH 16, 2016
The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling.
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Setting Goals? Keep Your Sales Budget in Mind
criteria for success
JANUARY 26, 2022
If hiring new sales reps is part of your plan to achieve your sales goal, you’ll need to account for the cost of hiring these reps. You’ll definitely need to consider the new employee’s salary and benefits. As you look at hiring new sales reps to achieve your goal, consider how long it will take for them to be productive.
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The Territory Optimization Revolution
OpenSymmetry
JANUARY 27, 2016
A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Finally, deployment of an automated solution generates improved sales performance.
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Key Sales Management Actions to Prepare for 2015
Fill the Funnel
NOVEMBER 4, 2014
You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting. I hope to see you there! Register to Attend!
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7 skills you’ll need to become a sales manager
Close.io
OCTOBER 1, 2018
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?
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How Sales ‘Hires’ the Best HR Business Partner
SBI Growth
APRIL 9, 2013
Discovery/problem definition – Sales Reps and HR business partners frequently need to discover issues. Sales reps uncover customer issues and HR business partners work force or developmental issues. Social networking – Sales has definitely become more social. Sample Scorecard for the HR Business Partner to Sales.
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Coaching And Developing Managers
Partners in Excellence
AUGUST 10, 2023
There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways. How much time are they spending, with their people, meeting with customers?
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The 7 Sales Processes You Desperately Need
Hubspot Sales
SEPTEMBER 16, 2020
We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Having clear definitions for your sales process matters a lot.
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Sales managers – it’s time to assess your performance last year and adapt!
Sales Training Connection
JANUARY 14, 2013
Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.
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How Sales Leaders Get Paid What They Are Worth
SBI Growth
FEBRUARY 1, 2013
You have 15-25 years of experience starting as a sales rep. You became a Sales Manager, followed by a Sales Director. Most companies are using the wrong definition of market value. Salary.com gives them a generic output of how much regional sales leaders earn. A New Definition of Market Value.
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293 What is Inside Sales? The Definition of Modern-Day Selling
OutboundView
AUGUST 14, 2019
They will then pass on that opportunity to the outside sales rep (sometimes called an account executive). But what is inside sales, really? Let’s delve into the inside sales definition. We’ll also delve into inside sales salary, technology, and how inside sales is defined in most B2B companies.
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What Is Lead Distribution and How Can You Use It?
Nutshell
MARCH 5, 2024
Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. The simplest round robin approach is assigning each lead to a random sales rep without considering factors like industry, territory, or company type.
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Sales management – pitfalls and perils of power
Sales Training Connection
JANUARY 18, 2012
Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? And for sales managers who have many sales people reporting to them or who cover large geographies intimacy with accounts is even more difficult.
Sales managers – assess your performance last year and adapt!
Sales Training Connection
FEBRUARY 24, 2012
High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. A good starting point is to reflect on their performance as a sales manager.
Sales managers – it’s time to assess your performance and adapt!
Sales Training Connection
FEBRUARY 2, 2015
Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.
Onboarding Sales Talent The Right Way: The Sales Manager’s Perspective
Janek Performance Group
MARCH 12, 2024
This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. It’s a definite red flag in an employee’s profile if she or he “job hops” regularly. Simulations help fill in the knowledge gap for the hiring manager. Don’t ignore the signs.
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Social Deja Vu: We’ve Been Here Before
No More Cold Calling
OCTOBER 16, 2014
The devices have definitely changed over the years, but the cautions have not. The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. Associations Enterprise Sales Management Salespeople' Don’t turn it up too loud or you won’t hear people when they talk to you.
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How to Build a Culture of Effective Sales Coaching
Miller Heiman Group
FEBRUARY 20, 2020
Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.
Here’s What Every Business Should Know about Multi-Channel Sales Management
Cincom Smart Selling
FEBRUARY 9, 2016
I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds. Good selling!
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Beware of Your Biggest Enemy When Selling into Large Accounts
Women Sales Pros
MAY 25, 2018
Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. But in the end, sales people struggle to reach their full sales potential. Finally, look at the overall potential of the account and then assign territories.
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85 The Great Migration to Inside Sales - Will You Get it Right?
Understanding the Sales Force
JULY 31, 2013
How about these: By sales talent - What roles are your salespeople best suited for? By location of the sales talent - Where can you find the ideal sales talent for your company? It may not be where the territory is or where the company is located. By product - But this is different from the author''s definition.
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What Type of Salesperson Are You? [Quiz]
Hubspot Sales
OCTOBER 27, 2020
While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. But that creativity and energy can come with a less-than-ideal territory. Be less social.
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Great Sales Teams Need Great Sales Managers
Customer Centric Selling
DECEMBER 24, 2012
Eventually, an average manager will bring all of the salespeople that he manages down to his level. On the other hand, an excellent manager will bring excellence to all her territories. In our experience, companies that have winning sales forces start with excellent managers. Consider the following evidence.
AI in Sales Management…is just getting started
Sales 2.0
FEBRUARY 1, 2023
This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Nigel: That’s why you definitely have to show you’re human.
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Hiring New Salespeople (While Keeping Up With Business as Usual)
Sales Hacker
MARCH 12, 2020
If you’re in a position to fill a sales role, you’re likely already feeling the pressure, because your revenue targets are built on the assumption that your team is fully staffed. Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity.
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Sales Recruiting: Scoring Your Interviews
Your Sales Management Guru
NOVEMBER 3, 2014
Sales Recruiting: Scoring your Interviews. In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. New territory development/Hunter experience.
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Everything You Need to Know About Sales Territories?
Gong.io
NOVEMBER 21, 2022
Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?
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62 The Pipeline ? 3 January Must Do's ? Sales eXchange ? 130
The Pipeline
JANUARY 2, 2012
Start of the year, not a time for a lot of talk, time to do, no secret there, so rather than wasting time pontificating, here are three things to do this week to kick start your sales year. Fire everyone in your pipeline that you thought definitely close by year end 2011. Sales Leadership. Sales Management.
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The Pipeline ? Go Ahead, Sell On Price ? Sales eXchange ? 127
The Pipeline
DECEMBER 12, 2011
First thing we need is a definition of value. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Tool.
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225 Sales Specialists And The Account Manager, Why Is There Conflict?
Partners in Excellence
NOVEMBER 27, 2012
Typically, sales specialists have very deep knowledge and experience in whatever they specialize in. Sales specialists are very important in sales organizations and critical to account and territory managers. Yet too often, I see conflict between the sales specialist teams and account managers.
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Improve Your Pipeline: Let Sales Control the Flow of MQLs (Why It Matters and How to Do It)
Sales Hacker
JANUARY 30, 2020
The purpose of the MQL threshold is to ensure Marketing delivers quality leads to Sales and to help Sales prioritize the leads. The definition of quality and sales priority can and does change over time. It’s not a good idea to give your sales managers access to a marketing automation platform like Marketo.
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The Role of CRM In Empowering Remote Sales Teams
SugarCRM
SEPTEMBER 28, 2023
Apart from that, communication and insights play a definitive role. With this in mind, sales managers need the ability to view, at a glance, how sales teams are progressing, handling client inquiries, and moving leads through the funnel. How Do CRMs Empower Remote Sales Teams?
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5 Best Practices for Sales Success in a Hybrid World
Allego
APRIL 21, 2022
And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.
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How to Define, Calculate, and Improve Sales Win Rate According to the HubSpot Sales Team
Hubspot Sales
OCTOBER 26, 2020
Before we get to a few tips for improving win rate in your company, let's revisit the definition of a win rate, explain how to calculate it, and remind you of a few best practices when it comes to setting goals and criteria for your win rate. Be Consistent with Your Win/Loss Definitions. Don't make assumptions. Establish exit criteria.
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124 Best practices for improving sales process
Sales Training Connection
OCTOBER 4, 2016
If customers change their buying process, you need adapt and adjust you sales process. If you commit to developing a more effective sales process, there are two fundamental best practices that deserve attention. Start with definitional clarity. ©2016 Sales Momentum ® LLC.
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113 How to Build a High-Performing Sales Team: 5 Steps
Hubspot Sales
MAY 24, 2019
Recruiting is a commitment; it should consume about a fifth of the sales leader's time, and the process should be as well organized as the company's sales methodology and forecasting systems. The following mini tutorial is taken from my online video training program for sales managers. How to Build a Sales Team.
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Your 2012 Sales Plan
Your Sales Management Guru
JANUARY 3, 2012
Sales Goals. 3.1.7 Sales Organization. 4.1.1 Market definition. 4.1.2 Territory definition. Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player). 8.1.1 Sales skills. 8.1.3 Sales Process. 8.1.4 Sales Certification. Training Plan.
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What Is Canvassing in Sales?
Hubspot Sales
NOVEMBER 17, 2020
Canvassing is also economical, as it doesn’t require any additional money spent hiring and training sales consultants or creating new departments. The teams that already exist within your sales department can participate in canvassing, from salespeople to sales managers. Sales Canvassing Tips.
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94 Spring Cleaning: Tools to Rejuvenate Sales
SBI
MAY 8, 2012
Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. The adage “time is money” can most definitely be applied to selling. Gorilla Expense. No rummaging around for the right presentation.
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How to Measure the Effectiveness of Your Sales Process
Hubspot Sales
JANUARY 6, 2021
Lifecycle stages help you organize your contacts based on the stage of your sales process they're in. The definition of a "lead" depends on how you acquire customers. Refine your opportunity management infrastructure. In a lot of ways, opportunity management is the practice of gauging sales effectiveness.
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